Key Account Manager-Fort Worth - Rare & Specialty Products

Key Account Manager-Fort Worth - Rare & Specialty Products

Fort Worth TX

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Who is Harrow?

Harrow (Nasdaq: HROW) is a leading provider of ophthalmic disease management solutions in North America. Harrow is an entrepreneurial company – where we celebrate the ability of every member of the Harrow Family to be the CEO of their job. Harrow’s values drive our commitment to (1) innovation, (2) patient access to affordable medicines, and (3) our track record of supporting mission work around the world by providing free medicines in support of giving or maintaining the gift of sight to those most in need.

Harrow’s ophthalmic pharmaceutical portfolio includes:

• A broad Dry Eye Disease product line
  , led by VEVYE and bolstered by FLAREX and FRESHKOTE
• A peri-operative Surgical product line
  , led by TRIESENCE, and BYQLOVI
• A Rare and Specialty product line
  , including high-need products such as ILEVRO, NATACYN, and VERKAZIA
• A robust internal development pipeline with late-stage candidates like MELT-300, MELT-210, H-N08, and CR-01

Job Summary

The Key Account Manager (KAM) for the Rare & Specialty Products (RSP) Business Unit launches and grows market share with a focus on driving demand through the commercial payer channel in a defined geographic area, reporting to the Area Sales Manager. The RSP portfolio consists of 11 branded products with emphasis on Verkazia, Natacyn, Ilevro, and Tobra Dex ST. This role requires a highly motivated self-starter who can provide solutions, maintains a positive presence with internal and external customers, is well-organized, and can multitask in a dynamic ophthalmic market.

Responsibilities include achieving assigned revenue and product objectives through consultation and value-based communications with ophthalmologists, optometrists, select primary care physicians, and staff on indications, use, characteristics, and advantages of Harrow ophthalmic branded formulations. Candidates should have pharmaceutical or medical device sales experience with a proven track record of success selling to physicians, private clinics, and staff. Travel is about 80%.

Core Responsibilities

• Meet or exceed quarterly sales revenue and product goals
• Develop new customers while expanding the existing customer base
• Apply an entrepreneurial mindset to analyze, develop, and grow the territory business
• Drive demand through organic pull-through and reimbursement solutions
• Call ophthalmic and primary care professionals in defined markets
• Develop physician and staff relationships within the assigned geography
• Utilize internal resources when developing quarterly action plans and partnering with accounts
• Record all sales activity in CRM in a timely manner
• Competent in PowerPoint, Excel, Word & Outlook
• Maintain in-depth understanding of our ophthalmic portfolio and the competition
• Articulate clinical benefits of products and solutions in a compliant manner
• Act with urgency at all levels of customer care and follow-up
• Collaborate with internal departments and peers
• Travel throughout the defined geography on a routine basis
• Travel expectation ~80%, including overnights
• Comply with all state and federal regulations
• Manage expenses thoughtfully, responsibly, and ethically
• Be resourceful and able to find available resources to win
• Act as liaison for customers with continual follow-up

Qualifications & Requirements

• Bachelor’s degree in a related field
• High-energy, self-starter mindset
• Ability to build, develop, and foster relationships with customers
• Ability to quickly absorb product and practice information and offer resonant solutions
• Experience executing strategic and targeted business plans
• Proficient with MS Office (Word, Excel, PowerPoint)
• Clinical understanding in ophthalmology preferred
• Knowledge of payer landscape (Commercial, Medicare Part D, dual eligibility) beneficial
• Knowledge of…